Partners trust ron 101 - part ii

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Partners trust ron 101 - part ii

  1. 1. Generating and Securing New Business F. Ron Smith, Founding Partner
  2. 2. GENERATING AND SECURING NEW BUSINESS We will cover… • Tracking your time • Client calls and meetings • Accountability partners • Hotsheets and Open Houses • Reaching out to other Agents • Tracking Leads • Caring for your current clients
  3. 3. TRACKING YOUR TIME Do you have 90 minutes a day to commit to your business?
  4. 4. DAILY TRACKER This will be available on Google Docs
  5. 5. MONEY CALLS You want to make at least 3 calls a day to either: 1) Future Clients – To Be There • These are potential clients that you are working or turning into current clients 2) Current Clients – To Check In • The more that they hear from you, the more confident they are that you are taking care of them 3) Past Clients – To Catch Up • This is a great way to get referrals
  6. 6. COFFEE OR LUNCH You want to meet at least once a week with either: 1) Future Clients – To Be There • This is somebody that you really want to work with and would like to meet either face to face for the first time, or in person again 2) Past Clients – To Catch Up • This is taking the weekly phone calls one step further. It doesn’t have to be about business
  7. 7. ACCOUNTABILITY BUDDY This is another agent who: 1) You can be Completely Open With • You need to be comfortable sharing your strengths and your weaknesses with this person • Be able to share your successes and your challenges • Someone that will help you to turn those weaknesses into strengths 2) You can Count On • To meet with you once a week (during Caravan is a great time) • To talk to at least twice a week
  8. 8. HOTSHEETS Review these Every Day
  9. 9. REACH OUT TO BUYERS Always Make Sure that You Have: 1) Identified Their Needs • What do they want to spend • Where do they want to be • When would they like to move • How much can they afford? PREQUALIFY 2) Established Their Wish List • Make sure you understand their priorities • They want to live in Santa Monica / They have to stay within their budget and have four bedrooms Never put off until tomorrow a call that you can make today
  10. 10. OPEN HOUSES Hold at least two a month, preferably in your marketing area: Come Prepared • Know the Property (Preview It) • Know the Comps • Show up Early • Bring Flyers and Set-Up sheets • Put Out Signs
  11. 11. REACH OUT TO AGENTS Try to do this at least twice a week 1) These are Agents who work outside your area • If you specialize in Beverly Hills, choose someone from Santa Monica, Malibu, etc. 2) Share Information about • Trends that you are observing • Pocket listings 3) Use the Opportunity to Talk about • Your Listings • Your Buyers
  12. 12. TRACKING YOUR LEADS All Leads Fit into One of 4 Categories 1) A Lead Buyer 2) B Lead Buyer 3) A Lead Seller 4) B Lead Seller
  13. 13. BUYER LEADS 1) A Leads • These are people with an immediate need (i.e. they want or need to buy within the next 90 days) • You should be in touch at least every 48 hours 2) B Leads • These are the people who eventually want to move • Usually, they have identified a specific style of house or a neighborhood they want to live in and they are willing to wait it out
  14. 14. LISTING LEADS 1) A Leads • These are people with an immediate need (i.e. they want or need to list their home within the next 90 days) • Set up a listing appointment • Put together an estimated closing statement • Contact title company and know what they owe! • Keep in touch on a weekly basis o Let them know about market conditions o Relocation options o Available properties
  15. 15. LISTING LEADS 1) B Leads • These are people with a less urgent need to sell • Put together an estimated closing statement • Contact title company and know what they owe! • Keep in touch on a weekly basis o Let them know about market conditions o Relocation options o Available properties
  16. 16. LEAD TRACKING SYSTEM This will be available on Google docs
  17. 17. LEAD TRACKING SYSTEM This will be available on Google docs
  18. 18. LEAD TRACKING SYSTEM This will be available on Google docs
  19. 19. CURRENT CLIENTS You never want to stop communicating 1) Keep them aware of all Marketing • Where you are advertising and why • The conversations that you are having with other agents • Following up on open houses and every showing 2) Marketing Review • Meet at the end of each month to review the past month’s marketing, address any concerns and determine how to move forward
  20. 20. CURRENT CLIENTS Send Detailed Update 1) Do this at least once per week • We do this on Mondays • Memorialize what has been going on • If you did any advertising, send the final proof 2) Keep in touch • This can’t be said or stressed enough
  21. 21. HOMEWORK 1) Choose an accountability buddy and have a meeting 1) Download Lead Tracking and Daily Tracking Checklist 2) Do your best to follow the Daily Tracking Checklist for the next week
  22. 22. Thank You! F. Ron Smith, Founding Partner Office (310) 500-1373 Cell (310) 569-4889 FRon.Smith@thepartnerstrust.com

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